PROGRAM
INTRODUCTION:
In today's
fast paced and ever changing business world, mergers,
acquisitions tender and bidding opportunities are
becoming the norm. Over two intensive days, you will
learn the key principles of effective bid and tender
management. This will enable you to maximise your
ability to plan, manage and submit powerful and
successful bids.
An
optional third day may be provided to those who wish to
further embed their skills, through the use of a
practical bidding scenario. This exciting and practical,
hands-on course focuses on providing you with the tools
necessary to drive a compelling winning bid. Using
real-life examples, you will experience the dynamic and
competitive nature of the complete bidding cycle.
From
initial bid evaluation and decision to tender, through
resource allocation and daily management, to the
ultimate production and submission of a bid, you will
gain the tools to maximize your bidding opportunities.
This
course has been classified as Personal Development.
PROGRAM
OBJECTIVES:
The course
will cover the entire bid cycle. It will provide you with
proven and effective business tools and methods to:
-
Evaluate
and analyze bid requirements.
-
Align your
approach to what your customer wants.
-
Determine
and target the resources you will require.
-
Identify
the information you need to succeed.
-
Set up the
internal review procedures required for your bid.
-
Structure
your bid documentation effectively.
-
Differentiate your bid from that of your competition.
-
Control a
structured submission.
-
Plan and
work efficiently within tight timescales.
-
Assess and
review
PROGRAM OUTLINES:
The
competitive bidding process:
-
Understanding bid basics?
-
Timescales and resources
-
The
buyer's and the seller's perspectives
-
Business and legislative drivers
-
Overseas implications
When to
bid - the decision making process
-
Bid/no-bid decisions
-
Identifying 'show-stoppers'
-
What
will excite your customer
-
Alliances and partnership opportunities
-
Strategic and tactical business excellence models
-
EFQM
and RADAR Scoring Matrix
-
Presenting and communicating your decisions
How to
manage an effective bid and response
-
What
is an ideal bid?
-
The
'Power' Team workshop
-
Understanding the competition
-
Formation of the core bid team
-
Other
members of the team
-
Roles,
skills and responsibilities
-
The
bid manager or director
-
The
structure and format of the bid document
-
Controlling and monitoring the bid process
-
Storyboarding
-
Selling the benefits of your proposal
-
Business case preparation and presentation
-
The
impact of change
-
Qualifications to your bid
-
Risk
assessment and KPIs
-
The
'Red Review' - why, who, when?
-
Clarification requests
Production
and submission of your bid
-
Compliance
-
Structure and impact
-
Production
-
Follow-up, responding to queries
-
Presenting to your customer
-
Review
and evaluation
-
Qualitative and quantitative assessment, review and
continual improvement
-
Negotiating the deal
-
Mobilization
